Key Account Management (KAM) has had a major impact on the structure and development of business in recent years. An organization-wide approach, KAM shifts the emphasis away from short-term selling to long-term collaboration and relationship building with those strategic customers that can help the business grow its profit margin long into the future. Its value to your company shouldn’t be underestimated, as retaining your most important customers is far less costly than finding new ones.

AN UNMISSABLE GUIDE TO CHOOSING THE RIGHT KAM ENABLEMENT PARTNER

Key Accounts are complex, global behemoths. The old ways of managing them just won’t do.

In customer management approach, each customer is treated as an ‘account’ through which an organization generates revenue.

According to Milind Katti, CEO, DemandFarm, “KAM enablement technologies are a must in B2B organizations today, especially large ones, because of the large revenue contribution they make - strategic accounts invariably give you majority of the revenue.”

Today, customers expect their most important vendors to not just add value, but jointly create mutual value. This is a key reason why organizations are now investing in both – experienced Key Account Managers, and KAM tools. Sales professionals and sales enablement tools simply cannot help address the complexity of global enterprise size key accounts.

However, while buyers are spoilt for choice when it comes to investing in a specialized Key Account Management tool, selecting the right KAM solution is easier said than done. In today’s complex and ever-evolving organizational and technological landscape, being able to identify the right KAM tool for your organizational needs and business challenges can be an arduous task. A good Key Account Management software should increase Key Account Manager’s productivity while simultaneously providing them with key insights and tools to manage and grow Key Accounts. But it should also be able to handle the complexity, structure and flexibility that a Key Account needs.

For B2Bs planning to move to the next level of strategic partnership with their most valuable accounts, MarTech Advisor’s Buyers Guide for choosing the right Key Account Management solution provides an unbiased and comprehensive view of what is out there, and how you can approach your selection journey.

What’s in the guide?

KAM Landscape and Challenges

Part 1 of this Buyers Guide takes you on a journey that unpeels and demystifies all aspects of Key Account Management. From what it is, the various challenges and opportunities, market landscape, business impact, deployment models and KPIs/ metrics – you will get a comprehensive view of what KAM means to your business. It is the foundation or building a strong internal business case, for your upcoming KAM investment.

Partner Evaluation Parameters

Identify the significant evaluation parameters to make KAM tech vendors your partners in growth, and be well acquainted with the essential details of tools that can fuel your progress with your key accounts, irrespective of where they stand in your inner business circle. Evaluate and shortlist the most suitable KAM solutions for your business, to bring a profound change in the overall performance of the organization’s KAM strategy.

MTA Green Zone

The MTA Green Zone – our proprietary evaluation tool - helps B2B professionals make sense of the several KAM technology products available and recommends the best match for your business. Our deeply researched and highly specialized Green Zone helps you decide which KAM Enablement tools would make the best fit for you, based on features, pricing and other critical factors.

BONUS!! State of KAM Survey

MTA invited B2B professionals from the MTA subscriber base to participate in an online survey, answering key questions about KAM in their organization. With responses from 300-plus practicing professionals, our exclusive survey lets you in on the state of play in KAM today.

Vendors Profiles

Detailed vendor profiles help you easily make contact with the vendors that interest you.

Why download this Buyer’s guide?

KAM Buyer’s Guide will:

Help you evaluate not just possible technology solutions to best execute your key Account strategy; but also solution partners

Walk you through all aspects of KAM enablement including what you need to prioritize today

Assist you to make an informed decision on KAM enablement based on your current situation, as well as key insights to build your internal business case

Educate you with useful information, KAM survey and the MTA Green Zone for KAM tech solutions

Get a snapshot of each KAM tech vendor’s profile and initiate conversations right away.

Arm your Key Account Managers with the right tools and technologies not just to manage & grow revenues from them but to evolve the ‘vendor relationship’ into a sustainable ‘strategic partnership’.

If you are thinking KAM, you can’t afford to miss this MTA Buyers Guide – for its comprehensive, insightful, easy to understand, and unbiased approach to KAM Platform evaluation. Get your copy here.